Big Tech Brand Reaps Rewards from Long-term Partnership with Callbox

ABOUTThe Client distributes and markets a diverse portfolio of IT, industrial, construction, automotive, digital media, and consumer products. The company operates in seven Southeast Asian countries and is headquartered in Singapore.

THE CHALLENGE

Marketing in complex-sale verticals, such as IT and manufacturing, carries a special set of challenges. The conversion funnel is usually longer and nonlinear, and the process requires connecting with multiple decision-makers. That’s on top of the relatively steep learning curve needed to understand and communicate what the product or service brings.

For the Client, these form the basic requirements when teaming up with third-party agencies that handle part of their marketing programs. The company combines inbound efforts (mainly done in-house) with outbound tactics (mostly outsourced to providers). Prospecting and lead generation are the activities that the Client typically delegates to an outside marketing company.

The Client recently decided to look for a new marketing partner as part of its renewed focus on Southeast Asia. The company needed an outbound agency with the scope to help it cover new segments in its target areas ((Indonesia, Malaysia, Myanmar, Philippines, Singapore, Thailand and Vietnam), as well as the scale to generate prospects from companies in its target industries.

More importantly, the Client wanted a lead generation company they could work with on a long-term basis. This would accelerate deployment of campaigns and keep the messaging more consistent.

HIGHLIGHTS

• Launched a long-term marketing partnership with one of Asia’s biggest tech brands

• Helped the Client reach event turnout targets

• Handed off high-potential sales appointments

RESULTS WITHIN TWELVE WEEKS

THE CALLBOX SOLUTION

The Client reviewed proposals sent by Callbox and two other marketing agencies. All three had considerable experience managing companies’ APAC campaigns, but Callbox was able to provide case studies and references showing projects with longer-term commitments. The Client placed a great deal of emphasis on this key differentiator and signed up with Callbox.

The project kicked off a few weeks before a company-sponsored event. The Callbox team worked closely with the Client to put together a call-to-invite campaign aimed at boosting turnout: 1. The event revolved around driving awareness and generating leads for its SAP services and solutions. 2. The target attendees mainly consisted of decision-makers in IT, Operations, and Finance from Singapore-based manufacturing firms. The Client wanted to focus on companies not using SAP Business One. 3. Once Client approved the call list and campaign materials, Callbox then launched a one-month (22-day) call-to-invite campaign.

The project’s next phases consist of different appointment setting campaigns. Each phase focused on a different ICT solution, target industry, and target area.1. The project’s second full month focused on booking appointments for its SAP ERP consulting and integration services. The campaign’s targets were IT prospects from trading /distribution, medical devices, and discrete manufacturing companies in Singapore.2. After that, the Callbox team carried out two simultaneous appointment setting campaigns. One campaign targeted Singapore, while the other focused on the Philippines. Both campaigns generated ICT infrastructure appointments from finance, legal, and healthcare companies.3. The Client played an active role in refining each campaign’s parameters and in crafting thecampaign materials.

THE RESULTS

The project has so far completed one call-to-invite and three appointment setting campaigns. The 22-day call- to-invite campaign generated a total of 24 confirmed attendees and 35 positive contacts.Each of the four appointment setting campaigns ran for a total of one month (22 days). Each campaign’s first 2 weeks were spent on testing and nurturing activities, so that most of the appointments trickled in during the second half of the month.

About Callbox

OUR COMPANYCallbox is a B2B marketing company that offers full-service lead generation, appointment setting, and data-related solutions. We help you exceed marketing and sales goals by deploying targeted prospecting campaigns that deliver qualified leads and opportunities to your funnel.

OUR STORYCallbox started life as a Los Angeles, CA-based startup in 2004. That year, the company set up shop in the sleepy little town of Iloilo, Philippines with fewer than 20 employees doing inbound contact center work.

In 2005, we branched out into outbound call center services, and things pretty much picked up from then on. We pioneered many of the tactics that would become standard practice in multi-channel strategies.

This allowed us to rapidly expand our operations and grow our customer base, and the company soon established offices in Singapore, Malaysia, and the United Kingdom. Today, Callbox is home to more than 700 employees and has carried out over 10,000 campaigns.

OUR STRATEGYCallbox carries out targeted, one-on-one outreach with your potential customers to gauge solution fit and buying intent. We do this using a multi-channel, multi-touch approach. Multi-channel means combining different ways to reach your target buyers, while multi-touch ensures that we leverage every opportunity to qualify or convert your prospects.

OUR DATA RESOURCESCallbox maintains a large in-house database of over 44 million business contacts from companies across the world. This enables highly-targeted marketing campaigns for our customers. We guarantee the accuracy and timeliness of our data with a full-time staff of 300 data specialists that collect, validate, and update each database record.

OUR TECHNOLOGYCallbox campaigns are powered by Pipeline, our cloud-based CRM and marketing automation tool. Pipeline allows you and your Callbox team to get the most out of your campaigns, with built-in features like Lead Nurture Tool (a drag-and-drop marketing automation platform) and SMART Calling (algorithmically-driven call schedule and analysis).

OUR CUSTOMERSCallbox has now successfully completed 10,000 marketing campaigns, and counting. We’ve now worked with companies of different sizes, from startups to Fortune 500 organizations, as well as from a wide range of industries and geographic areas.

OUR ACHIEVEMENTSWith a 14-year track record of helping B2B companies grow, Callbox has consistently been recognized as a top marketing agency through awards.

Backed by 14 years of experience in specialized industries and intuitive marketing technology, we give you the ability to scale your sales team to a marketing powerhouse as we utilize our mastery of the prospecting process. We connect with your decision makers through live, one-on-one conversations enhanced through email, social media, search, and direct marketing channels throughout different points in the conversion cycle.

CUSTOMER PROFILING

We offer the following services:

Data Cleansing / Data Scrubbing

Verification of Data

Deduplication

Database Management

INTEGRATED DIGITAL MARKETING SOLUTIONS

With our digital marketing solutions, we let you connect with your target prospects at every stage in the buying cycle, so that you stay top of mind as potential customers make their buying decisions.

EVENT MARKETING SOLUTIONS

Callbox can help you increase registrations and drive more revenue from your live events. We offer a flexible, integrated, end-to-end event marketing package tailored for tradeshows, webinars, seminars, product launch, industry meetups, and other live event initiatives.

MANAGED MARKETING AUTOMATION

As a Callbox managed service, Marketing Automation goes from hassle to muscle. Run a strong marketing campaign that gives you the higher quality sales-ready leads you’ve been looking for, without sacrificing your precious company resources – time, cost and sales personnel.